Scott Bushkie column: Check M&A adviser's credentials

4:11 PM,
May 11, 2013

Written by

Scott Bushkie

Mergers and acquisitions industry studies show the closing ratio for Main Street companies is anywhere from 15 to 25 percent. For businesses in the lower-middle market, it's around 35 percent, depending on the size of the deal.

But when the International Business Brokers Association and M&A Source asked members to report their closing numbers, it got a much different story. In 2012, members reported a total closing rate for Main Street (up to $2 million) and lower-middle market ($2-$50 million) combined at a healthy 64 percent.